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CRN Exclusive: ScanSource CEO On How Consolidation Is Impacting Distribution

Value-added distributors are in many ways becoming more like broadline distributors, even as broadline distributors are becoming more like value-added distributors, ScanSource CEO Mike Baur told CRN.

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What does that mean for ScanSource?

I think the dominant theme that we operate under is, let’s assume that [these different channels will] all survive, and let’s find a way to let all of them grow. And so our goal at ScanSource is to help all of our channel grow, and assume that they’ll all survive, and let’s find a way to let all of them grow. And so our goal at ScanSource is to help our channel grow. The first question I ask a partner today is, 'H ow can we help you grow?' And that gives us guidance as to where we need to make our investments.

 
 
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